Corporate Strategies by SkillPath
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In The Consultative Sale, participants will learn...

  • The 5 types of Critical Success Factors and the importance of each to your selling efforts
  • How to create a multi-pronged account entry strategy to capture greater business opportunities within an organization
  • The increasingly important skill of selling against the status quo
  • How to improve your sales forecasting accuracy so you know your revenue opportunities at all times
  • And much more!

Exceptional salespeople form strategic alliances and business partnerships with their clients. They know the factors on which their clients’ business decisions are based and are well-versed on the changing economic factors and industry trends. They know exactly how their products/services support the larger organizational goals of their key accounts.




    SkillPath Training Information

    Corporate Strategies by SkillPath can bring the following topic to your company: The Consultative Sale

    Click on the link below for more information. http://www.skillpath.com.au/index.cfm/on-site/training/topic/Consultative-Sale



    TRAINING AGENDA

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    Learning objectives

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    • Develop an organizational Needs Analysis for key accounts based on solution-led—not product-led—strategies
    • Create a consultative relationship with C-level executives so you can discuss your solutions with them … not pitch them
    • Be seen as having Peer Stature to the C-level executive
    • Redefine, recreate, reinvent your value so existing customers see your capabilities in a new light
    • Understand the 5 types of Critical Success Factors and the importance of each to your selling efforts
    • Identify your customers’ Critical Success Factors to learn how to sell what they want to buy
    • Set every meeting with key stakeholders in order to shorten your sales cycle and increase the quality of your accounts
    • Learn the 5 key questions you must ask in every C-level conversation, when you must ask them and why timing is critical to sales success
    • Create a multi-pronged account entry strategy to capture greater business opportunities within an organization
    • Networking: Love it or hate it? The secrets to making it a powerful sales opportunity activity
    • Develop the techniques for a powerful first meeting so you will be welcomed back again and again
    • Use the powerful Five Forces Analysis tool to help win every competitive situation
    • Sales 2.0—Embrace the new sales paradigm with confidence
    • Leverage triggering events to set an appointment and close the sale with little or no competition
    • Learn the increasingly important skill of selling against the status quo
    • Use the 6 questions to understanding what your customers’ customers want and why you must know it
    • Learn the 5 steps to getting a referral from C-level executives’ network of contacts
    • Build name recognition in key accounts and key industries so you never have to make a cold call again
    • From your prospect’s mouth to your ear: 10 key words that invite you to show your business solution
    • Learn 6 things you can do immediately to improve your presentation skills and improve your chances of winning the business every time
    • Win respect by using a questioning strategy that helps key decision makers see business solutions from a new perspective
    • Improve your sales forecasting accuracy so you know your revenue opportunities at all times
    • Walk Away: Learn when it is better to disqualify a prospect and move on to a better one
    • Stop wasting time traveling—use your phone time to a strategic advantage
    • Build a blueprint so you can replicate success over and over and over again!